BUS 526 Assignment 1 The Art of Negotiation – Strayer University | The Art of Negotiation

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BUS 526 Assignment 1 The Art of Negotiation – Strayer University The Art of Negotiation Tanya Middleton Dr. Joseph Pionke BUS 526: Negotiation & Conflict Resolution October 27, 2020 ... Introduction Negotiations happen every day between major companies and some go well while others don’t have the same fate. There are several characteristics to negotiating, however, each characteristic may or may not be used during a negotiation. A characteristic that must be present is there are two or more parties as negotiation is consider “as a process between individuals, within groups, and between groups’ (Lewicki, Saunders, & Barry, 2015). The two parties that entered a lengthy negotiation are Disney and Fox. Disney & Fox Disney and Fox are two of the largest and most well-known entertainment companies to date. Both of these companies are responsible for countless movies and - - - - - - - - - - - - Issues vs. Interests There were many concerns that came up during the negotiations between the two companies. To start Disney was not prepared for another company to place a bid for Fox, therefore, putting their name in the running to purchase the company - - - - - - -- - - - Ethical Behavior or Tactics In the negotiation between Disney and Fox they exercised duty ethics. Duty ethics is “in that the rightness of an action is determined by one’s obligation to adhere to consistent principles, laws, and social standards that define what is right and wrong and - - - - - - - - - - - - - - BATNA and WATNA The best alternative to a negotiated agreement for Fox would’ve been to wait for more offers. A “BATNA suggest that negotiator need to understand their own BATNA and the other party’s BATNA - - - - - - - - - Distributive Negotiation Strategy In distributive situations, negotiators are motivated to win the competition and beat the other party or to gain the largest piece of the fixed resource that they can (Lewicki, Saunders, & Barry, 2015). - - - - - - - -- [Show More]

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